Jul 17, 2024
When a sales rep is told, "Just be yourself" on calls, instead of being totally prepared, that is some of the worst advice ever.
Unless the rep is a skilled, knowledgeable, experienced, prepared person already, just being themself can result in disaster. Maybe you've been there.
Art breaks this down, and discusses what...
Jul 9, 2024
There is a difference between simple price comments, like, "Wow, that's more expensive than I thought," and real price objections, like, "We don't have that in the budget."
The problem for a lot of salespeople, is that at the first sound of a price comment, they begin dropping price. Unnecessarily.
You'll hear Art's...
Jul 1, 2024